Presentation Transcript

Influence Tactics of Leaders:

Influence Tactics of Leaders

Influence:

Influence Is defined as “a force one person (the agent) exerts on someone else (the target) to induce a change in the target, including changes in behaviors, opinions, attitudes, goals, needs and values” “The ability to affect the behavior of others in a particular direction.”

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To influence, a leader uses strategies or tactics, actual behaviors designed to change another person’s attitudes, beliefs, values or actions. How to influence?

Power:

Power The concept of power often evokes negative impressions. For example, referring to the use of power can infer that people are being dominated, manipulated or coerced. Power is the ability to bring about change in one’s psychological environment. Power is the potential or capacity to influence.

Influence tactics:

Influence tactics Ingratiation Get you in a good mood before asking you for something Reward Power Exchange Quid pro Quo Reward Power Personal Appeal Appeals to your feelings of loyalty and friendship Referent or Reward Power

Influence tactics:

Influence tactics Coalition Get someone else to persuade you to comply Use someone else’s support as reason for you to comply Coercive Power Legitimating Claims to have the authority to get you to do something Verifying its in the policy manual, rules or practices and traditions Legitimate Power Pressure Use demands threats or persistent reminders Coercive Power

Effectiveness of a tactic?:

Effectiveness of a tactic? Is it consistent with social norms and role expectations Does leader have appropriated power base Will tactics influence followers’ attitude The leader’s skill in using tactic How much built in resistance because of the nature of the request

Essentially Ethical and Honest Influence Tactics:

Essentially Ethical and Honest Influence Tactics

Essentially Dishonest and Unethical Influence Tactics:

Essentially Dishonest and Unethical Influence Tactics a person's tendency to deceive and manipulate other people for their personal gain

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Tactics that create favorable follower attitude. Consultation, inspirational appeal, rational persuasion. Tactics that result in compliance without changing attitudes—coercion and manipulation. Pressure, legitimating, some coalition building Effectiveness of tactics

Sequencing of Influence Tactics:

Sequencing of Influence Tactics Begin with the most positive, or least abrasive tactic If necessary, proceed to a stronger tactic Use a more abrasive tactic such as upward appeal only as a last resort Begin with low-cost, low-risk tactics If necessary, proceed to higher-cost, higher- risk tactic

Implicit leadership:

Implicit leadership Implicit leadership theory refers to beliefs held about how leaders behave in general and what is expected of them (Eden & Leviathan, 1975). Prototypes are positive characterizations of a leader. Ant prototypes are traits and behaviors people do not want to see in a leader.